Find More Contacts and Opportunities Faster with Partners

How do you dance with the one that brung ya?

There’s a political adage about dancing with the one that brought you to the dance. It implies loyalty, payback, and reciprocity.

To me, it seems inevitable that b2b sales should be leveraging partners by thinking about their eco-system.

Who makes for good partners to bring?

In many ways, looking at the products that your partners sells isn’t always the best place to start. I would look at three key characteristics, and if you are aligned, that’s a win:

#1: Types of companies

If you target biotech and your partner targets law firms, it’s going to be difficult. But, for example, there are a ton of biotech companies in my territory, and sure I could start using google or hoovers, but in the end, other companies who are selling to those same companies know the companies best. They will have more information than a Hoovers ever will.

#2: Role/Title of Target Buyer

Suppose you are more of a horizontal play. Well…if you are targeting the Facilities Manager…do you care what the partner is selling (other than a competing product) if they are also selling to the Facilities Manager? You want the title. Hoovers rarely gets that granular to find the Facilities Manager. They’ll give you the CIO or COO…but in a tough economy, you want to hit the right person with a very cleanly defined value proposition.

#3: Prospecting Oriented

Some companies don’t prospect. Some just work an install base…which could be cool for you if they are wiling to share, but chances are, they won’t care about the contacts you can provide them. An opportunities, hungry, growing organization will want ever contact name and account info it can get. And the smarter you can be about bringing them oppoortunities, the more they will see huge value.

Get out there are start partnering!

Want to make partnering easier and more automatic?

Allyforce: the power of partnership